2.2 How to Locate them
No one distribution channel
Aim = to keep sum total of their distribution relationships to a minimum - maximise their buying leverage and maintain a few clear points of control.
Develop an alliance with one of the already accepted vendors or if it can establish a value added reseller (VAR) sales base
like to see competition - in part to get costs down in buying from a proven market leader.
They know that third parties will design supporting products around a market-leading product.
This radically reduces pragmatist customers’ burden.
Pragmatists are reasonably price-sensitive.